Details
Prospecting
- Why Prospecting Pays Off
- What Works in Prospecting?
- What is the Purpose of Prospecting?
- Do You Need a Script?
- Why Prospecting Requires Consistency
- When is the Best Time to Prospect?
- What is Your Compelling Value Proposition?
- How to Plan Prospecting Activities
- How to Ask Questions that Generate Interest
- How to Get Past Gatekeepers
- How Top Producers Prospect
- How to Qualify Prospecting Leads
First Meeting
- Why the First Meeting is Critical
- What is the Meeting Agenda?
- How to Prepare for a Meeting
- The Secret to Effective Communication
- How to Use Meeting Time Effectively
- How to Start a Meeting
- How to Prepare an Elevator Speech
- How to Develop Probing Questions
- The Importance of Non-Verbal Communication
- The Importance of a Professional Appearance
- How to Improve Listening Skills
- How to Master Electronic Etiquette
Probing and Presenting
- Why Probing is an Important Tool
- What Makes Probing Difficult?
- What Probing Questions to Ask
- Five Key Words in Probing Questions
- How to Improve Probing Skills
- How to Get Permission to Ask Questions
- Why Excellent Presentation Skills Count
- How to Use PowerPoint When Presenting
- How to Conduct a Webinar
- Three Tips for Effective Presentations
- Three Common Presentation Mistakes
- How to Give a Speech
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of Pat's best-seller "Winning Strategies in
Commission Sales" - a $30 value!
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TESTIMONIALS
"I would recommend Pat Sherlock to any size organization for sales and sales culture development. She has her pulse on organizational behavior in the mortgage industry. If you want to grow and maintain the 'selling edge' in your market she has the expertise you need to leverage."
- David Baer, Senior Vice President
WestStar Mortgagez
"Pat Sherlock is a 'student of the mortgage banking game' with real world practical advice and counsel. Her help was invaluable to avoid mistakes that would have cost thousands of dollars in flawed talent assessment or in training strategies that don't work. I heartily recommend Pat and her services."
- Pat Casey, SVP
SunTrust
"One of the premier subject matter experts on how to identify the right people to be mortgage sales professionals, Pat Sherlock is also very adept at helping sales leaders apply techniques to boost the performance of their existing mortgage sales teams. She is one of the best advocates the mortgage industry can have during this time of great change."
- Michael Jablonski, Executive Vice President,
Retail Mortgage Production Manager
BB&T
"QFS Sales Solutions has positively influenced the way I run our business. Thanks again for your research on top mortgage originators."
- Greg Gianoplus, Division Manager
Gateway Bank Mortgage
